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ISBN: 9781459411104

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Negotiating So Everyone Wins

Secrets you can use from Canada's top business, sports, labour and political negotiators

Every day, people make deals that matter. But very few of us benefit from the public scrutiny and analysis that have helped Canada’s leading negotiation experts hone their craft. Hockey team executives, cabinet ministers, bank presidents and labour leaders are constantly under the microscope, and they have learned what it takes to build agreements where everyone wins. And they can help all of us do the same.

After a long career in politics, David Dingwall has become one of Canada’s leading experts on negotiating. As a visiting professor at Ryerson University, he lectures on the subject of negotiation. He has sought out the experience and advice of Canada’s top negotiators in order to develop an approach to deal-making that reflects Canadian values and attitudes.

In this book, he explains the approaches and practices that he and over twenty of the country’s best deal-makers use to achieve mutually beneficial deals. He cites the experiences of former TD Bank president Ed Clark, NHL Players’ Association head Donald Fehr, former leader of the Canadian Auto Workers Buzz Hargrove, former Ontario premier and Liberal Party leader Bob Rae, and former Harper cabinet minister Lisa Raitt. He also shares behind the scenes insights from his own experience as a politician, legal counsel and business advisor. Video links to his interviews with the experts are included to allow readers to learn more from the people whose experience informs the book.

This accessible and engaging book allows anyone to learn — from the experts — how to negotiate so everyone wins.

Contributors

David C. Dingwall

David C. Dingwall was born and raised in Sydney, Cape Breton, and attended Dalhousie Law School in Halifax. At twenty-eight, he was elected Member of Parliament for Cape Breton — East Richmond, serving for seventeen years. Dingwall was the Minister of Public Works, the Minister of Health, and the Minister of Supply and Services. He was later President of the Royal Canadian Mint. He now practices law in Toronto, specializing in negotiation, and lectures on the subject at the Ted Rogers School of Management, Ryerson University.

Jean Chrétien

David C. Dingwall was born and raised in Sydney, Cape Breton, and attended Dalhousie Law School in Halifax. At twenty-eight, he was elected Member of Parliament for Cape Breton — East Richmond, serving for seventeen years. Dingwall was the Minister of Public Works, the Minister of Health, and the Minister of Supply and Services. He was later President of the Royal Canadian Mint. He now practices law in Toronto, specializing in negotiation, and lectures on the subject at the Ted Rogers School of Management, Ryerson University.

Chapter Title Abstract Contributors Pages Year Price

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Foreward by Jean Chrétien about the author’s background and the importance of this book 4 $0.40

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Overview of Dingwall’s view on the aspects of negotiation and how it pertains to life. Also an outline of what you need to negotiate strategically. 23 $2.30

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the fundamental competencies that a negotiator must possess broken down into: Planning, Expertise, Preparation, Alternatives, Patience, and Attention to Detail 35 $3.50

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Qualities and emphases that have a significant impact on the outcome of negotiations and set certain negotiators apart broken down into Behaviour and Attitude; Authenticity, Integrity and Trust; … 35 $3.50

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The majority of difficulties that occur in a bargaining process arise out of errors made by the negotiators themselves which Dingwall breaks down into ego-creep, bias, neediness, naïve … 22 $2.20

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The mandate outlines what a negotiator has the power to do and what they are supposed to accomplish. Dingwall outlines the key processes of creating a mandate in this chapter by exploring oral vs … 32 $3.20

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Strategic negotiators develop the skills, understanding and perspective to make considered and calculated choices about communication. Three forms of communication, the agent-principal … 37 $3.70

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This chapters is all about planning and being prepared for the negotiation. Discusses subject matter, nature of the deal, understanding why you are negotiating, understanding the other … 28 $2.80

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This chapter outlines Dingwall’s eleven principles of influence, key considerations for deal formation, and provides tips on your approach 30 $3.00

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Dingwall gives a thorough outline of the process once the negotiation is at the table. He discusses building rapport, opening statements, first offers, first counteroffer, the issue of price, and … 36 $3.60

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Dingwall outlines everything you need to know about closing negotiations. He provides nine basic considerations for closing, limiting issues on the other side, types of closes, components of the … 29 $2.90

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Final thoughts on the text and recommended further reading for this topic. 9 $0.90